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January 28, 2022
This is a newly created role. McLin was with Rackspace for more than 19 years and most recently was in the same position there. She led the managed cloud computing company’s channel program for almost five years.
Unisys’ Lisa McLin
McLin’s departure came just a few days after that of Michael Stephens, indicating that Rackspace’s channel program has been under some pressure. But Rackspace appears to have been planning for the shifts. It already named replacements for both McLin and Stephens.
In a Q&A with Channel Futures, McLin talks about what Unisys partners can expect in the coming months.
Channel Futures: What are your responsibilities in this role?
Lisa McLin: Partner strategy and execution of building a world-class global partner program across all channels and alliance partners. One that jointly serves our partners and clients with a foundation that supports sales growth, global scale and joint innovation that only comes with a partner ecosystem united to a single mission of serving clients with solutions that consistently deliver significant, measurable results that matter most to their business. The strategy is all about winning together through our partner ecosystem. It will require a strong foundation of partners we go to market with, as well as a solid strategy for how we will solve customer needs through our joint solutions and services.
CF: Why did you want to take this role with Unisys?
LM: I was looking for a company that puts the customer and partner at the center, and one that is a change agent for diversity, inclusion and belonging in tech. One that creates an environment where their associates can grow professionally and personally while serving clients and partners globally. This role allows me the opportunity to transform, build and execute a world-class partner ecosystem that will drive sales growth, innovation and scale. All things I love doing.
CF: How will your previous experience with Rackspace come into play in this new role?
LM: My past experience in leading direct sales, sales strategy and global channel transformation provides valuable successful results and learnings that supports my new role of building this strategic partner ecosystem at a larger scale.
CF: What’s your take on Unisys’ channel strategy and partner program?
LM: Unisys is a global company that cares about technological innovation to business and governments around the world. Innovation is best executed when working together with other like-minded partners who want to also serve clients with solutions that deliver significant, measurable results that matter most to clients.
CF: Are you planning any changes?
LM: Yes. I’m kicking off a global channel transformation that serves partners to work better together in achieving joint growth targets. Today we need to be clear on what we want out of a partnership and how it benefits our clients. You can’t see results without a clear vision.
CF: What are Unisys partners’ primary pain points? What will be your role in addressing those?
LM: Each partner brings a unique value. The initial area to support partners is to better understand the value our joint partnership brings. My organization will support understanding the superpower our partnerships bring to the client, and a clear plan on how we keep the client and partner at the center.
CF: What will be your role in giving Unisys and its partners a competitive advantage?
LM: Supporting our partners to clearly understand our joint value in the market, how we win together, and innovate with the client in the center supports the best competitive advantage, a highly valued customer experience and speed to market. In tech, a clear, simple path to success gives you the power to leverage the value technology brings, exceptional transformative solutions to accelerate business value.
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